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Sales Tactics to Be Aware of...

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Sometimes a sales person is less than honest. So, whether you're planning to buy your next motorcycle from a dealer or private individual, here are a few things to watch out for.

1. Written contracts: This is basically when the finance manager sits you down and begins to write himself into frenzy, while quickly throwing numbers at you until you are so confused, you end up paying more than you agreed upon.

The finance manager is counting on you being confused and desperate to get out of there, so assumes you will simply go along with whatever he says. Most of the time, it works.

Avoid it by forcing the guy to slow down, and calculate right along with him to make sure that you are getting a fair deal and that you both come up with the same numbers.

2. Price beating: This is when the dealer tells you that they will beat anyone else´s prices or give you $500. They simply ask you to get the price from another dealer and they´ll beat it. The problem? Other dealers will not just hand over their information for you to take to someone else.

This deal is almost impossible to get because most dealers sell different makes and models anyway. Avoid it by not buying into it in the first place.

3. I won´t get paid: This is when the dealer tells you that he won´t get paid if you don´t purchase the options package. This is a tug at your heart strings.

To avoid this simply tell them that you refuse to buy something you don´t want just so that they get paid. If it´s that much of a problem they should get another job.

4. No payments until: This is when a dealership advertises that you don´t have to pay for 6 months. Sometimes unfortunately, you buy and they tell you that it is due for payment in 2 months, because there was a typographical error or the special ended a week ago.

Avoid this by asking the dealer to put the deal in writing before you purchase, and make your deposit by credit card so that you can refute it if problems arise.

5. We´ve Got it: This happens when you call a dealership asking for a specific make, model and color and are told that they have it.

However, when you get there, you are told that they miraculously sold the only one they had before you arrived. Next they will tell you that they have another bike similar to it for only $500 more. Unless you're honestly interested, just leave.

6. The Phone call: This is when you have successfully negotiated a deal, and the salesman suddenly gets a phone call with an offer for the car that's more than the price you agreed on.

Then he casually lets you hear him state that he will call the man on the phone right back if you opt out of the deal. Next, he tries to talk you into competing with the other offer.

If this happens to you, your best bet is to call the bluff. Tell the salesman you'll understand if he chooses to take the better offer.

7. Factory Holdback: Dealerships depend on a buyer´s ignorance so that they can mark up prices. Holdback is money paid to the dealer for about 2-3% of MSRP. This is money given to the dealer from the factory when a vehicle is sold. It's profit to the dealer.

Some dealers will tell you it costs them money though, and try to charge you for factory holdback. In other words, they're trying to get their profits twice. Avoid this by letting the dealer know that you know better and will not pay it.

8. Insurance: This is when the dealership tells you that you must get your insurance from them or a company that they work with if you want to avoid paying higher interest rates.

Sometimes a dealer may also try to force you into paying for life insurance or extended warranties because you have bad credit.

9. Hidden rebates: This is when the dealership advertises that the price of the car or motorcycle is lower than the Manufacturers Suggested Retail Price (MSRP).

What you don´t realize is that the fine print says the prices shown include rebates. All this means is that the rebate that you were offered doesn´t exist because it was already calculated in the ad.

Avoid this by ignoring it or requesting it in writing that states the rebate is in addition to the price of the car.

In general: Do your homework before buying from either a dealer or a private party. Knowing what's normal, legal and ethical can help you get the best deal, with the best treatment and least amount of hassle.

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